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制造商权力策略对经销商绩效的影响研究 被引量：1

Research on the Influence of Manufacturer's Power Strategies on Distributor's Performance
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摘要 本文从经销商视角界定了渠道绩效的概念,并依据认知评价理论提出了权力运用与经销商绩效间的关系,通过问卷调查并利用因子分析及多元线性回归分析验证了研究假设。实证分析结果表明,制造商威胁策略的使用,对经销商绩效有消极影响;而建议策略与许诺策略的使用,则对经销商绩效产生积极影响。 The paper defines the concept of distributor＇s performance and discusses the relationships between use of power and it. The hypotheses are tested by factor analysis and multiple regression analysis using data gathered through the survey. The findings show the manufacturer＇s use of threat is negatively related to the distributor＇s performance, while the manufacturer＇s use of suggestion and promise is positively related to the distributor＇s performance.
作者 胡保玲
机构地区 青岛理工大学商学院
出处 《财经论丛》 CSSCI 北大核心 2009年第2期97-102,共6页 Collected Essays on Finance and Economics
关键词 渠道权力 权力策略 经销商绩效 认知评价理论 channel power power strategy distributor＇s performance cognitive evaluation theory
分类号 F713.50 [经济管理—市场营销]
  • 相关文献

参考文献9

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二级参考文献18

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共引文献18

同被引文献16

  • 1温忠麟,张雷,侯杰泰,刘红云.中介效应检验程序及其应用[J].心理学报,2004,36(5):614-620. 被引量：7367
  • 2庄贵军,席酉民.中国营销渠道中私人关系对渠道权力使用的影响[J].管理科学学报,2004,7(6):52-62. 被引量：71
  • 3贺和平.渠道关系的认知结构初探[J].商讯（商业经济文荟）,2006(2):32-34. 被引量：4
  • 4Gaski John F. and Nevin John R. The Differential Effects of Exercised and Unexercised Power Sources in a Marketing Channel[ J ]. Journal of Marketing Research, 1985, 22(May) : 130 -42.
  • 5Kumar Nirmalya, Louis W. Stern and Ravis S. Achrol. Assessing Reseller Performance From the Perspective of the Supplier [ J ]. Journal of Marketing Research, 1992, 29(May) : 238 -253.
  • 6Bello Daniel C. and Gilliland David C. The Effect of Output Controls, Process Controls, and Flexibility on Export Channel Performance [ J ]. Journal of Marketing, 1997, 61 (January) : 1 - 16.
  • 7Cannon Joseph P. and Perreault William D. JR. Buyer - Seller Relationships in Business Markets [ J ]. Journal of Marketing Research, 1999, 36(4) : 439 -460.
  • 8Celly Kirti Sawhney and Frazier Gary L. Outcome - based and Behavir- based Coordination Efforts in Channel Relationships [ J ]. Journal of Marketing Research, 1996, 33(2): 200-210.
  • 9韩巍 席酉民 关系.中国商业活动的基本模式探讨.西北大学学报：哲学社会科学版,2003,:43-47.
  • 10Lee Don Y, Dawes Philip L. Guanxi, Trust, and Long - term Orientation in Chinese Business Marketing [ J ]. Journal of International Marketing, 2005,33 (2) : 28-56.

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财经论丛
2009年 第2期

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